You’ve built something meaningful—something profitable, enduring, and uniquely yours. Now you’re thinking it may be time to move on. But as any seasoned owner knows, selling a business isn’t just about listing it and waiting for offers. You’re probably asking yourself: Is my business ready for sale? Should I wait out market uncertainty? Will I get the price I deserve in this economy?

These questions are not only common—they’re smart. Selling a middle-market private company in today’s volatile economy requires more than just a good product or strong revenue. It takes strategy, timing, and the right team.

As someone who has helped business owners through this journey, here are five essential considerations to keep in mind as you prepare for one of the most important transactions of your life:

1. Evaluate Your Company’s Financial Health

Before you even think about listing your business, take a deep dive into your financials. Buyers will look closely at metrics like EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization) to evaluate profitability and operational strength. Make sure your financial records are clean, accurate, and up-to-date.

A consistent, positive EBITDA trend will speak volumes to buyers and give them confidence in your business’s potential. This step alone can significantly improve your valuation and make your company stand out in a competitive market.

2. Understand the Current Market Landscape

Economic uncertainty doesn’t mean you can’t sell—it just means timing and positioning matter more than ever. Interest rates, industry trends, and buyer appetite can all shift quickly. In some sectors, volatility has actually increased M&A activity as larger players look to consolidate or expand strategically.

Stay informed. By aligning your sale with active and qualified acquirers who see long-term value in your industry, you can maximize your outcome—even in uncertain times.

3. Invest in People and Technology

In today’s market, buyers aren’t just purchasing financial performance—they’re investing in future potential. Businesses that show resilience, adaptability, and innovation are in high demand. That means investing in top talent, building a strong management team, and leveraging modern technologies to streamline operations and improve margins.

These investments not only improve your current performance—they also help tell a compelling story about where your business is headed.

4. Surround Yourself with the Right Advisors

Selling a business is one of the most complex deals you’ll ever do. It involves financial structuring, tax strategy, legal compliance, and often intense negotiations. Don’t go it alone.

Work with experienced professionals—investment bankers, M&A attorneys, and exit planning consultants—who know the middle-market landscape. A well-coordinated advisory team can protect your interests, reduce stress, and ultimately boost your return on investment.

5. Plan Your Exit Early and Intentionally

The best exits don’t happen by chance—they’re the result of careful planning. Start thinking about your exit well before you’re ready to sell. This gives you time to improve internal operations, document key processes, and reduce any dependencies that might raise red flags with buyers.

It also lets you align your personal and financial goals with the deal structure, whether you’re aiming for a full sale, partial exit, or a strategic merger. Early, proactive planning can dramatically improve your valuation and the time it takes to close.

In Conclusion

Selling your business isn’t just a transaction—it’s a transition. And in a volatile economy, being prepared isn’t optional. It’s essential.

By focusing on your financial foundation, understanding the market, investing in people and tech, building a trusted team, and planning ahead, you can put yourself in the best position to sell confidently and successfully—on your terms.

Curtis Wadsworth, JD, PhD, is a Vice President and Partner at Jordon Voytek Capital Partners.  He provides buy-side and sell-side M&A advisory services to the middle market. He is available for consultations to discuss how he might serve your investment banking needs. Please contact Curtis directly at Curtis@JoVoCP.com, or by phone at 412.424.5192.